Follow Up: The Missing Ingredient More Often Than Not

Question: Mike, are you implying that the simple practice of “follow up” is a skill?

Answer: Yes I am.

Question: Are you also implying that professionals in the travel industry do not know the importance of, nor practice on a regular basis, the simple task of following up? Answer: Sort of.

 

 

Question: Are you questioning our professionalism?

Answer: Kind of. Maybe. Not really. Well, yes, I suppose I am. Not long ago, I was asked to share my ideas and strategies with a room full of “professional” mortgage salespeople whose take-home commissions can be what I consider to be a “significant” amount of money. They all work on commission, and their reasons for failure are as predictable as any other sales professional.

When doing due diligence in preparing for this program, I learned that selling mortgage insurance is neither harder nor easier than selling anything else. You first have to find a prospect who has an interest in your product or service. Then you must initiate a relationship. Next you need to create the appropriate value for your fee. And finally, you have to follow up until the deal is consummated.  

 

Nothing new here, travel people. I don’t care who you are or what you’re selling. The system remains in stone, and the person who hones the skill of follow-up will win once the sun sinks below the horizon—signaling a close to another day. You can take this to the bank. The two words that will soon become the direct catalyst to your future success are Follow and Up. Follow Up.  

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Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.

*** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.